GTM Strategy & Operations Lead

Responsibilities

• Run the GTM operating cadence, including weekly pipeline reviews, forecast calls, and quarterly business reviews, owning both the underlying data and the narrative.
• Build and own the sales forecasting process, giving leadership an accurate and defensible view of the quarter.
• Design and maintain territory and segment models across all sales motions, and own the territory carve process.
• Build sales capacity, coverage, and quota models that connect hiring plans to revenue targets.
• Own performance reporting across the funnel: conversion, pipeline health, rep productivity, attainment, and ramp.
• Conduct strategic analyses to identify where the business is working and where it is not, and turn findings into clear recommendations for sales leadership.
• Drive high-priority cross-functional GTM initiatives, from annual planning through execution.
• Partner with Sales, Marketing, Customer Success, and Strategic Finance to keep the go-to-market plan grounded in shared data.

Qualifications

• Significant experience in GTM strategy, sales operations, revenue operations, or a similar function at a high-growth company, with direct exposure to what breaks as a sales team scales and a record of fixing it.
• Strong SQL and hands-on analytical skills; you pull your own data and build your own models rather than waiting on analyst support.
• Deep familiarity with Salesforce and experience working directly in a data warehouse such as Snowflake.
• Proven ability to run an operating cadence with senior sales leaders and hold the organization to it.
• Skilled at structuring ambiguous problems and communicating recommendations clearly to executives.
• Comfortable moving between long-range planning and same-day operational questions.
• Exceptional written and verbal communication; comfortable presenting to senior stakeholders.
• Bachelor's degree or equivalent experience.

Nice to Haves

• Experience operating a usage-based or consumption business model, where forecasting and planning go beyond seat counts.
• Background in management consulting, strategic finance, or corporate strategy prior to an operating role.
• Experience at an AI or enterprise infrastructure company.